We saw it coming. It happened last summer, the tell tale tip off that hinted at how bad the economy had become. One of our most popular services, something we call Express Screen Licenses, showed a dramatic drop off.
Express Screens are what we call our world-class sales candidate assessments. Licenses allow clients to use them on an unlimited basis for a year. The drop off could only indicate three possible scenarios:
1. clients had stopped hiring salespeople
2. clients were cutting back on their spending
3. clients were dissatisfied with our service
Even though we were extremely certain that scenario #3 was not in play, we explored the option thoroughly and concluded that dissatisfaction was as far from the real reason as the age difference between McCain and Obama.
Our research into the drop off also revealed that clients had stopped hiring salespeople for two reasons:
1. the salespeople they hired using our assessments were succeeding and they didn't need to hire any more.
2. their plans to hire additional salespeople were placed on hold because they were being conservative and cutting back on their spending.
Today's article isn't about being more aggressive in the current economy, although I'm certain to cover that topic in an upcoming post. Today's article is about this week. The dog days of August during an uncertain economy.
We saw it again. It happened this summer, the tell tale tip off that things are turning around, that CEO's are feeling confident enough to resume hiring salespeople. Express Screens Licenses have shown a significant upswing and there are suddenly many more in the pipeline.
While Express Screen Licenses are a fairly small part of our company's revenue, they are a huge factor in our client's hiring successes and a major indicator of economic health. If what we saw in the middle of this summer is as predictive as what we saw in the middle of last summer, the economy will begin to improve within 12 months and should be humming again sometime after that.
Signs That The Economy Will Soon Improve - To learn more about this author, visit Dave Kurlan's Website.
Like this article? Share it with your friends
 |
Related Businesses - Evan Elite Authors |
|
George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson.
His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more.
George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|
Accessible Business Consultants
Dave Turkin, President, of Accessible Business Consultants is a full service business consultant that has over 32 years of experience working with small-medium size businesses. Dave has designed and implemented numerous business and marketing plans, designed internal programs for accounting and operational procedures. He has analyzed businesses and prepared strategic plans setting budgets for growth, expansion and business restructuring.
He currently sits on the Board of Directors of various corporations as an advisor. For many years he has been the Business Coach to many executives offering advice and guidance from old and established companies as well as new companies just getting started.
Dave has the ability to analyze a business quickly and get a strong indication as to the necessary steps to improve operations, productivity and profitability. - Visit Accessible Business Consultants's Website |
|
Dave Kurlan
Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.
He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.
He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
|
The Evan Elite Authors program is currently in beta phase. For details please contact us.
|
|
|
Dave Kurlan
(Visit Dave's Website)
Dave Kurlan is the founder and CEO of
Objective Management Group, Inc., the
industry leader in sales assessments and
sales force evaluations, and the CEO of
David Kurlan & Associates, Inc., a
consulting firm specializing in sales
force development.
Dave has been a top rated speaker at Inc.
Magazine's Conference on Growing the
Company, the Sales & Marketing Management
Conference and the Gazelles Sales &
Marketing Summit.
He has been featured on radio and TV,
including World Business Review with
General Norman Schwarzkopf, in Inc.
Magazine, Selling Power Magazine, Sales &
Marketing Management Magazine and
Incentive Magazine.
He is the author of Mindless Selling and
Baseline Selling – How to Become a Sales
Superstar by Using What You Already Know
about the Game of Baseball.
He created and wrote STAR, a proprietary
recruiting process for hiring great
salespeople, and he writes Understanding
the Sales Force, a popular business Blog
and is a contributing author to The Death
of 20th Century Selling and 101 Great Ways
to Improve Your Life, Volume 2.
|
|
 |
|
Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
|
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
